Rev-n-u Unplugged Anthony Erickson - Tech Spend & New Logos
Nov 4, 2025
In a thought-provoking conversation, Anthony Erickson, a seasoned expert in tech growth, shares insights on the importance of acquiring new logos for revenue success. He discusses the need for sales leaders to justify tech spend with tangible ROI and emphasizes the shift from land-and-expand strategies to proactive hunting for new clients. Anthony highlights the crucial role of metrics in choosing effective go-to-market models and warns that retention is challenged by rising churn rates. Tune in for invaluable advice on navigating today's tech landscape.
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Build A Dedicated New-Logo Motion
- Focus on building a dedicated new-logo motion rather than expecting one hybrid model to solve everything.
- Assign hunters and farmers to roles that match their strengths and create clear go-to-market focus.
Decide GTM With A Fact Base
- Base your GTM model on a fact base: deal counts, win rates, ASPs, and renewal behavior.
- Use those facts to choose which lever to pull instead of guessing which tactic will work.
Measure Behaviors, Not Just Bookings
- Bookings are lagging indicators; focus on leading behavioral metrics and funnel signals.
- Measure impressions, conversations, and top-of-funnel activity to show progress to the board.